The Senior Account Manager is responsible for achieving profitable and sustainable growth within the assigned market and sales territory. The Senior Account Manager is a highly skilled salesperson with over 15 years’ experience. A natural hunter, they have a proven track record of exceeding sales and profit targets as well as growing market presence through new customer acquisition as well as new product opportunities and relationship building.
ESSENTIAL DUTIES AND RESPONSIBILITIES Position/Department
• Develop and implement strategies to grow Barentz’ market presence and gross profit throughout the assigned market territory
• Search relentlessly for opportunities to partner with suppliers based on customer needs and record and maintain these in Barentz’ Opportunity Pipeline system
• Sustain and improve upon the level of service offered to our customers via unique and new service initiatives to ensure we aremaking Barentz Always a better solution at all times
• Deliver business results in line with agreed upon yearly sales and margin growth activities
• Utilize product knowledge and sales experience to clearly deliver the value proposition to customers, existing and new
• Providing technical support/expertise to existing and potential new customers, demonstrating value as part of the selling process
• Incorporate appropriate sales techniques when cold calling and prospecting new customers, ensuring effective communication of Barentz’ brand and market position
• Secure customer meetings (virtual and in person) with purchasing R&D, and sales and marketing at potential and existing customers
• Submit pre-call plans to VP, VP Principal Management, Product Manager and Product Coordinator
• Move prospects through the Barentz sales process to secure new business
• Continually seek to diversify product sales portfolio by initiating new projects that use existing Barentz products or require sourcing of new products
• Monthly reporting of territory sales numbers to sales management
• Enter and maintain CRM data, including visit reports, projects, potentials/opportunities and price quotes in order to closely monitor and control the business
• Provide regular forecast updates utilizing available forecasting tools
• Provide market intelligence, including trends, competitor activity, competitor pricing and industry information as required or identified
Leadership/ Teamwork
• Assist in the management of Principal business relationships, as needed
• Participate in regular 1 2 1 meetings with supervisor to discuss the status of the territory’s business and growth opportunities
• Communicate with other Account Managers throughout the organization to stay up to date on customers and trends
• Attend (as required) and recommend participation in industry tradeshows and other events
Continuous Improvement/Problem Solving
• Troubleshoot with quality personnel and customers to assist in the professional resolution of customer complaints
• Interact with technical personnel and customers to determine the best products for the customer’s project
• Ensure adherence to all applicable facility requirements, certifications and designations
• Contribute to and support continuous improvement of our processes and systems
• Seek opportunities to share best practices with the team, support staff and other divisions
Systems
• Barentz specific systems, including but not limited to BRM, Vizion, Chempax, Datacor, Sharepoint, etc.
Barentz Culture/Fundamentals
• Support and lead by example, following Barentz’ purpose, strategies, and values
• Act legally and ethically in all professional relationships in adherence with Barentz’ culture, values and fundamentals
• Contribute to an environment of trust and mutual respect
• Maintain a strong commitment to teamwork and concern for others
• Maintain a high level of personal responsibility and ownership
• Use effective communication and listening skills
• Foster an inclusive and diverse workplace where every team member feels valued and respected
Learning and Development
• Seek out and participate in ongoing growth and personal development opportunities
• Embrace and promote Barentz’ learning and development culture
Other Duties and Responsibilities:
• Duties and responsibilities may be amended at any time per business need
EDUCATION AND EXPERIENCE Education
• Bachelor’s degree, preferably in Chemistry, Biology, Engineering, etc. (required) or equivalent combination of education and experience
• Master’s degree in Chemistry or other Sciences (preferred) or combination of Bachelor’s degree and relative experience
Experience
• Minimum 15 years of sales experience with proven ability to expand profitability of a sales territory and exceed targets within the industry (required)
• Minimum 5 years of experience in managing a team of remote direct reports
Certifications
• Any industry related certification (i.e., Sales Techniques, Project Management, Regulatory, Quality Management, etc.) (preferred/encouraged)
Position/Product/Industry Requirements
• Experience using industry related technologies and equipment
• A thorough understanding of the industry in assigned region, with established supplier relationships
• Strong commercial acumen, with experience of successfully developing and implementing innovative sales strategies
• Professional Sales, Lean Six Sigma, Continuous Improvement, and Quality Systems training desired
• Strong ability to commercialize technical aspects of products and convey these to your customers
• Flexible approach to dealing with both suppliers and customers to ensure delivery of objectives
• Strong prioritization of customers for the delivery of excellent service, with pro-active and supportive attitude
• Experience with Customer Relationship Management (CRM) software
• Must have a valid driver’s license and evidence of insurability
SKILLS AND KNOWLEDGE
• Self-motivated, high energy, and engaging level of enthusiasm and positive outlook
• Ability and desire to develop meaningful/productive business relationships at all levels
• Effective written and verbal communication skills and the ability to adapt communication style to the audience as needed
• Software knowledge of Microsoft Office including Outlook, Word, Excel and Power Point
• Must be able to effectively prioritize work assignments for self and others
• Demonstrated exceptional organizational, presentation, negotiation, interpersonal and communication skills
• Fluent in English, a second language would be considered an asset
• Strong calculation, organizational, and problem-solving skills
Barentz North America, LLC is an equal opportunity employer. We celebrate diversity and are committed to fostering an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity or expression, national or ethnic origin, marital status or family status, disability, veteran status, or any other protected class.